文档介绍：Lecture – Management Consulting: An Introduction
Part II
CLIENT ENGAGEMENT
New engagement versus follow-up on existing study
LOP
Pitch
Work plan
Close interaction with client team
Periodic review process –mittee
End of study
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PROJECT WORK PLAN: ONE EXAMPLE FOR A THREE-MONTH PROJECT
Phase I
Screening market opportunities
Phase II
Evaluation and priori-tization of key options
Phase III
Development of business plan/implementation planning
mittee meetings
1
2
3
4
5
6
7
8
9
10
11
12
Week
Analysis
Priority list
men-dations/bu-siness plan
EXAMPLE
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AGENDA
Introduction/Expectations
Example pany
Consulting: Nature, Trends, Careers
Selected Methods (frameworks)
Research (some basics)
Graphics (from data to chart)
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MANAGEMENT CONSULTING: SELECTED METHODS
Rankings
Important Frameworks
Benchmarking
Balanced scorecards
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Rankings are important in many areas, ., for marketing purposes, to determine strengths/weaknesses of clients/potential clients and also in the case of performance related salaries
An increasing number of institutions and magazines offers rankings
As rankings may change significantly with only minor changes in definitions, a careful indication of the selection criteria is required
RANKINGS
Source: McKinsey EFIC
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Source: The Economist
RANKINGS FOR MARKETING PURPOSES: ONE EXAMPLE
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RANKING ONE EXAMPLE: BOOKRUNNERS OF ALL INTERNATIONAL/ EUROBONDS
* Technical search criteria: All plain bonds, IFR rank eligible, manager not unspecified, all countries, exclude all equity-linked
Source: IFR Platinum, EFIC
15
21
1
6
9
3
36
2
5
40
2
9
1
8
10
4
7
6
18
11
1
2
3
4
5
6
7
8
9
10
1990
1995
1998
Merrill Lynch and Co Inc.
Morgan Stanley Dean Witter
UBS AG
JP Morgan and Co Inc
Goldman Sachs and Co
CS/CSFB Group
Lehman Brothers
Deutsche Bank AG
Citigroup Inc
ABN